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Making negotiations predictable : what science tells us?

Author: David De Cremer; M M Pillutla
Publisher: New York : Palgrave Macmillan, 2012.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Negotiation is an everyday activity that everyone, knowingly or unknowingly, engages in. The impact of negotiating can be very significant for revenues and profitability of organizations and individuals. It is also an important determinant of the sustainability of any kind of relationship. Therefore it is important to be an effective negotiator and everybody has the potential to be one. This book will provide  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
De Cremer, David.
Making negotiations predictable
(DLC) 2012038796
(OCoLC)795175293
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: David De Cremer; M M Pillutla
ISBN: 9781137024794 1137024798
OCLC Number: 819423138
Description: 1 online resource
Contents: Introduction --
Negotiation basics: structure and process --
Cognitive errors of negotiators --
Emotions and intuition --
The impact of framing on negotiations --
Trust and distrust --
Power --
Fairness --
"Moving forward to an agreement : survey."
Responsibility: by David De Cremer, Madan Pillutla.

Abstract:

Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an  Read more...

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